Sales programs must be designed to do one thing: grow your balance sheet and affect the bottom line. If your sales program doesn’t to that, it needs to change.
Lots of sources exist to “pump up” your banking sales staff: on site/off site training programs, seminars, motivational speakers, on-line sales training, sales books, DVDs, etc. What none of these programs does is measure and monitor actual results achieved, plot trends, and most importantly modify training and motivational techniques to refect an ever-changing market, and ever-changing group of employees.
The trick to achieving bottom line results is customized coaching/training, and continual monitoring and tweaking of anything and everything in the sales program, including incentives, products, delivery systems, reporting, advertising, and marketing, until balance sheet/bottom line results are achieved. It’s an enourmous undertaking.
The bottom line to achieving your bottom line goals, is to first understand that there is no such thing as a one-size-fits-all sales program, and that great sales programs must be under continual scrutiny by management, and subject to constant change.
Karen@SterlingMiller.com Visit Sterling Miller 978-582-7338
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